Building Products & Materials

Drive Awareness to Expand Customer Base

Deliver a Compelling Value Proposition

Building owners – and homeowners – rarely involve themselves in selecting specific building materials. Nor do they have a preferred manufacturer or distributor. As a result, they turn to various influencers―contractors, design firms, installers, builders and architects―to select suitable materials that will work with a blueprint.

Unfortunately, for many building materials manufacturers and distributors, this reality can leave them out of the decision-making process if they do not directly reach those influencers.

Today, the ability to differentiate requires the delivery of a compelling value proposition to all stakeholders throughout the value chain. Unlike building owners or homeowners, influencers often have a preferred provider for materials, so becoming the provider of choice for this community is critical.

Manufacturers and distributors must now control their destinies by driving awareness and affinity to retain and expand their customer base.

Are you ready to build opportunities by improving your go-to-market approach? Alexander Group helps leading companies design value propositions that target the right influencer communities to drive revenue growth.

How We Help

  • Coverage models: Target the right opportunities with the right value by determining your market opportunity and specialty roles.
  • Opportunity modeling & territory design: Understand your share of wallet at the account or territory level and right-size your resources for profitable growth.
  • Revenue Operations: Invest in Revenue Operations to integrate Marketing, Sales and Service and drive commercial efficiency.
  • Sales compensation: Align sales compensation and quota programs to motivate and achieve more aggressive business goals.
  • Digital transformation: Build a blueprint and roadmap for increased sales performance and growth in a digital environment.

Participate in Our Research

Open Opportunities Briefing Offers

Upcoming Manufacturing and Distribution Events

  • Precision Pricing: Unlocking Profit to Outperform Competitors Series


    Session 3 | Cost-Plus Pricing: Stop Leaving Money on the Table

    Intuitively, using cost-plus to set pricing would allow organizations to keep pace with inflation and ensure long-term financial viability. Yet, more than half of B2B organizations failed to keep pace with inflation in this past year. In this webinar, Avy Punwasee of Revenue Management Labs and Kyle Uebelhor of Alexander Group will outline how using value-based pricing in place of cost-plus is essential to commercial success.

    Key Takeaways:
    – Cost-based pricing versus value-based pricing
    – Unlocking customer value and willingness to pay
    – Understand the competitive landscape and how that will impact pricing decisions
    – Determining the true financial value of your offering
    – Change management considerations when migrating to a value-based approach

    • Tuesday, December 12, 2023
      2:00 p.m. – 2:30 p.m. ET
    • Virtual

Sales Compensation Symposium

Reserve your spot at Alexander Group’s upcoming Sales Compensation Symposium. Join leading manufacturers and distributors as we discuss the latest strategies and best practices to support your sales reps as you look to set, measure and compensate success.

Practice Leadership

Research & Benchmarks

Get access to the latest go-to-market research and benchmarks to leverage growth drivers for valuation improvement